Position: Account Manager - Risk & Compliance Segment
Reports to: Risk & Compliance Sales Director - EMEA
Location: United Arab Emirates
When you join Dow Jones, you become part of one of the most dynamic, creative and savvy news and information companies in the world. As a global leader in news and business intelligence, we own some of the widest-read and most-respected brands, like Factiva, The Wall Street Journal, and Barron's. Our media inform the discussions and decisions that are vital to the world's commerce, while our databases make the business world more transparent. From 58 countries and in twenty five languages, we enlighten and inspire audiences with authoritative, differentiated and trusted content.
The Account Manager - Risk & Compliance will focus on the management and growth of Dow Jones Risk & Compliance client portfolio in the Middle East. These are clients that are relying on our services for their anti-money laundering, counter terrorist financing and third party risk management programs. Client relationships are built and maintained via telephone, email, and in-person meetings and through extensive overseas travels.
Position Summary Statement:
The prime focus of this role is to grow the Risk & Compliance business in the Middle East. Based in the UAE the Account Manager - Risk & Compliance is responsible for managing the complete solutions sales cycle for Dow Jones Risk and Compliance suite or products and services with new customers and existing ones, retaining the existing portfolio of clients, in close collaboration with a Strategic Account Manager.
Identify, qualify, develop and close new business for the entire Risk & Compliance product portfolio to achieve individual New Business Revenue goals.
Manage existing portfolio of R&C clients to ensure retention and increase contract value.
Work closely with senior management and marketing to ensure that events, PR, branding and communication supports sales objectives and execution plans.
Identify and analyze underlying customer business and sales issues in the Risk & Compliance segment in order to match the appropriate Risk & Compliance solution/technology to the customers’ requirements. A solution sales approach is a pre-requisite.
Key activities include:
Grow aggressively revenue for the R&C business across the region through new clients and by cross-selling/upselling existing ones.
Retain Dow Jones contract revenue in the assigned set of customers and ensure the Dow Jones R&C products and services address customers' business needs
Build strong relationships with Senior Level customer contacts in order to retain the business and look for expansion opportunities within the R&C solutions.
Master all facets of account management, including understanding clients' businesses, current and developing needs, and resolving issues in a timely manner; awareness of competitors’ solutions.
Keep CRM (SalesForce) up to date on an ongoing basis.
Work on proposals, RFPs, tenders and retention initiatives with the extended team available, including colleagues in Product, Marketing, Customer Service and Editorial teams.
Knowledge, Skills and Experience Required:
Fluency in English. Arabic an advantage. Degree level education.
Experience in selling information and/or compliance tools to senior business decision makers.
Knowledge of compliance regulation across the region and familiarity with R&C solutions available on the market.
Drive new business opportunities within new prospects and existing customers
Utilize effective influencing strategies to gain agreement or commitment to proposed R&C solutions in order to help advance the sales process to the next level.
Speak knowledgeably about customers’ issues to convey an understanding of it.
Maintain effectiveness when working closely with people of diverse cultures or background.
Effectively handle multiple activities and reprioritize when necessary to ensure revenue goals is achieved.
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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status. EEO/AA/M/F/Disabled/Vets .
Dow Jones is committed to providing reasonable accommodation for qualified individuals with disabilities, in our job application and/or interview process. If you need assistance or accommodation in completing your application, due to a disability, please reach out to us at TalentResourceTeam@dowjones.com . Please put “Reasonable Accommodation" in the subject line.
Business Area: PIB - SALES
Job Category: Sales Group
Dow Jones is a global provider of news and business information, delivering content to consumers and organizations around the world across multiple formats, including print, digital, mobile and live events. Dow Jones has produced unrivaled quality content for more than 125 years and today has one of the world’s largest news gathering operations globally. It produces leading publications and products including the flagship Wall Street Journal, America’s largest newspaper by paid circulation; Factiva, Barron’s, MarketWatch, Financial News, DJX, Dow Jones Risk & Compliance, Dow Jones Newswires, and Dow Jones VentureSource.Dow Jones is a division of News Corp (NASDAQ: NWS, NWSA; ASX: NWS, NWSLV).
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Req ID: 17724